1. Business Planning The Key to becoming Commercially Viable

2. Competent & experienced managers Capable of setting budgets Capable of analysing financial management reports Capable of setting service goals & KPI’s Familiar with strategic plans Premise

3. Disruptive environment Changing funding landscape Revamp business model Need to be commercially viable Embrace marketing & sales strategies Challenges

4. You cannot solve new problems with old ways of thinking Mantra

5. Business Plan versus Strategic Plan Strategic Plan Internal Document Goals Resources Budget KPI’s Business Plan External Document Used to drive future & growth Used to assess feasibility Secure finance Used to secure investors

6. Market Research Competitive Analysis Business Model Financial projections Management Team Action Plan Contents of a Business Plan

7. Apply to existing services where funding is now in hands of customer Apply to new products & or services to sell to existing customers Assess innovative social enterprises Business Plan = Feasibility Plan

8. Commercial idea Product or services New to Market Extension of expertise or existing services Product assurance / warranties Future opportunities What are you selling?

9. Feasibility Test CustomersCompetitorsPriceResources /Operations Financial Investment Need -DesireWhoHigh PriceExpertise R& D What are the Benefits Market ShareMedium PriceQualificationsCapital Psycho / socialUSPLow PriceProduct sourcing / design Cash flow Budget DemographicsMarketingROIDistributionKPI’s Capacity to buyStrengthsMarginsStaffingmanagement Why Buy from You WeaknessesVolumeITmonitoring Where are they buying now? Distribution channels Positioning / Brand SpaceProfit

10. Market Research Who wants or needs your Product Service? Who are they buying from now? Why would they buy from you? How would they buy from you? Price / ROI

11. Internal Sources Existing Clients; staff; External Sources Web searches, ABS, Council Directories, LGA profiles, profile id Competitive Analysis

14. Strengths Weaknesses Opportunities Threats Competitive Analysis

15. Product / Service Price Margins Easy to sell Competitive advantage Ideal customers Resources required Risk Assessment Business Model

16. Capital Budget Price / Margins Cash Flow budget Investment Financial KPI’s Management reports Financial Projections

17. Who Capacity Responsibilities Budget KPI’s Management Team

18. Target Market Marketing Mix Sales Forecast Marketing Budget Marketing plan

19. Characteristics of a good plan Realistic Factual Objective Concise

20. Poor Appearance Outdated Information Overly Optimistic Misunderstanding Financial Data Unsubstantiated Assumptions Ignoring Environmental Factors Common mistakes

21. Actions OutcomeAction required ResponsibilityTime Frame

22. BEC Southern Sydney - LGA’s Sutherland, Kogarah, Rockdale, Canterbury & Bankstown Web: becsouthernsydney.com.au Ph: 95455900 Small Biz Connect - Providers throughout NSW Web: smallbusiness.nsw.gov.au Ph: 1300 795 534 or (02) 8222 4800 www.business.gov.auwww.business.gov.au – Online tools & templates Need Help